Which divi...

Question

Which divisions, regions, or business units may be more or most advantageous to sell for and why?

Current Employee · Accepted Answer

Sales Org Structure, Bottom to Top:-BDR's: help build pipeline but expect most meetings set by them to get cancelled. You will not get promoted to any sort of AE role, regardless of what they say. BDR's have their own org structure with separate management.- Accelerator Account Executives: target companies in your region with less than 250 employees.- Account Executives: target companies in your region with 250 employees or more. No employee cap and no industry segmentation.- Sales Team Leads: These are Account Executives who lead a team of AE's. They're supposed to help with development and shipping POV's. These are typically solid people.- Directors: These people are in charge of Sales team leads and their AE's. They're supposed to lead and mentor but are very hit or miss. They're supposed to help you get your deals/POV's over the line. To emphasize, VERY HIT OR MISS. They can and have, easily destroyed morale and caused a mass exodus of AE's (See TOLA Region, 80% turnover over 6 months during 2021).- Sales VP's: These people are in charge of an entire region and all of the Director's and their respective teams. Extremely hit or miss. These people are supposed to set the culture for their region's sales team. (Previous TOLA sales VP was fantastic, Current one helped cause mass exodus)-Executive leadership team, Sales VP's report to them. Minimal interactions with Director and below.

Current Employee · Answer

Can only speak about the Accelerator team here. It is a nightmare of a team. There's no territory, so they get the reps to compete with each other to even get quality accounts first. and then go out there and compete with others. Close rate is less than 10%. The reason is not that the reps are bad at their job, but the cost for SMB accounts is higher than that for enterprise accounts due to scale. It's selling luxury car to your working class people. But with 3000 other cyber security vendors out there, why would anyone want to pay for premium for something that eats up the entire IT budget for some of these smaller companies. The companies that does end up buying are all in high profit margin companies. Most reps don't close deals in the first 6 months, some even a year. Turn over rate here is as high as the cloud. They burn and churn here. O, and there' sno culture. They don't care about you. You are purely a number. you get a quota for each day, you need 2 meetings. some of us dial over 100-150 calls a day to push out 1 or 2 meeting, on top of doing demos, and admin work, and running trials. the pay is disgusting. Make more as a BDR as a reputable company.

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Anonymous Q&A

Which divisions, regions, or business units may be more or most advantageous to sell for and why?